How do insurance salesmen visit strange customers?

Salespeople need an opening statement before talking to customers. There is a saying:? A good beginning is half the battle? It is the same for us to chat with customers. A good opening remark can even determine the success or failure of this visit. What's your usual opening remarks? What's the effect? To this end, I would like to share with you how insurance salesmen visit strange customers. Please refer to.

How do insurance salesmen visit strange customers 1, money

Almost all customers are interested in money, and the ways to make money and save money are irresistible. For example:

? Manager X, let me tell you how your company can save half of its electricity bill. ?

? Director X, our machine is faster, consumes less power and has higher accuracy than your current machine, which can reduce your production cost. ?

Step 2: Sincere praise

Everyone likes to be praised, and customers are no exception, so sincere praise can play a good preheating role. Praise customers must find features that are ignored by others, so that they can easily feel sincerity. If they don't appreciate sincerity, they will become flattery, which is counterproductive. For example:

? Director X, your house is really beautiful. ? This sentence doesn't sound attractive at all, a bit like flattery. ? Manager X, your hall is really unique. At first glance, you are a person who knows life. ? This sentence feels much better than the last one, don't you think?

Step 3 be curious

Curiosity is one of the basic motivations of human behavior. Things that customers are unfamiliar, unfamiliar or unusual can attract customers' attention well, so we can use this to attract customers' attention, such as:

? Lao Li, do you know what the laziest thing in the world is?

Step 4 mention an influential third person

Telling the customer that it was introduced by a third party is a roundabout tactic, because everyone has it? Look at the Buddha's face or not? Psychology, so most people will be more polite to salesmen introduced by friends. What needs attention when using this trick is that it must be true and cannot be fabricated.

5. Take famous companies or figures and competitors as examples.

Many customers also have herd mentality, and salesmen can start from this aspect, such as:

? After Director X and XX Company purchased our equipment, the production cost was reduced by 30%. ?

ask questions

Salespeople can ask customers questions directly and use these questions to attract their attention. It should be noted that this issue must be the concern of customers, and they must have their own opinions. For example:

? Director X, what do you think is the main factor affecting the quality of your products?

7. Provide information to customers

Salesmen provide customers with some valuable information, such as market situation, new technical knowledge and so on. This requires salespeople to think from the customer's point of view, read as many newspapers and periodicals as possible, master a lot of information, and make themselves experts in the industry.

8. Ask customers for advice

Some clients are good teachers, who like to instruct others and show off themselves. Salespeople can ask questions they don't understand, or pretend they don't know how to ask customers. Such a customer will not refuse a salesperson who asks modestly. For example:

? Director X, you are an expert in the computer industry. This is a new type of computer developed by our company. I want to ask you for guidance. What are the design problems?

Skills of visiting strange customers? You can sell as long as you work? This concept is out of date! Instead? Careful planning saves time and effort! ? The only participant in the visit is the customer. If you want to make progress, you should first critically examine your efforts and then decide what to do.

Visiting customers at home, especially for the first time, is inevitably a little wary of each other and difficult to relax. Therefore, marketers should pay special attention to the first impression we leave others, and a successful visiting image can help you to succeed.

External image: dress, appearance, manners and even expressions should be as natural as possible, so as to maintain a good image.

Control your emotions: Bad emotions are the enemy of success, so you should learn to control your emotions remotely.

Affinity relationship: eliminating the psychological barriers of customers and establishing affinity relationship will build a bridge to communicate with customers.

Sincere attitude: Knowing is knowing, and not knowing is not knowing? This is an old saying that tells us the basic truth of being a man.

Self-confidence psychology: self-confidence comes from psychology, and only when it is done? Trust the company, trust the products and trust yourself? Only in this way can we establish a strong self-confidence mentality.

Contact is an important step to facilitate the transaction. For conference marketing, home visit contact is the cornerstone of success. Before visiting customers, marketers should lay a solid foundation for success.

? Plan preparation

1) Program Purpose: Because our sales model is continuous, the purpose of door-to-door visits is to promote ourselves and corporate culture rather than products.

2) Planning tasks: The primary task of marketers is to put themselves? A stranger? In a short time? Friend position? . In your mind, when communicating by telephone, you should be clear about the situation, make a preliminary analysis of the customer's personality, choose the starting point of communication, plan the number of products to be promoted, and do a good job in one-stop service of calling, sending letters and communicating.

3) Planning route: Visit according to the excellent planning route and make a visit plan! Today's customers are the continuation of yesterday's customer visit and the starting point of tomorrow's customer visit. Sales staff should make good route rules, arrange work in a unified way, make rational use of time and improve the efficiency of visiting.

4) prologue: how to enter the door is the biggest problem we encounter. A good beginning is half the battle, and we have a 75% chance.

? External preparation

Instrument preparation: All that glitters is not gold? It is used to warn people. First impressions are 90% based on looks? If you want to make a successful home visit, you should choose clothes that suit your personality to reflect your professional image. Show the brand image and corporate image to customers through a good personal image. The best achievement is to wear the uniform clothes of the company, which makes customers feel that the company is very formal and has a good corporate culture.

? Ten-minute rule of home visit

The first ten minutes: We didn't communicate with customers we've never met before, but? Three o'clock meeting? ! So the first ten minutes are crucial. These ten minutes are mainly a communication to eliminate strangeness.

Focus for 10 minutes: naturally transition to the focus of the conversation after getting familiar with the customer's needs. In order to prevent customers from being wary, don't gild the lily for more than ten minutes These ten minutes are mainly about emotional communication to find out whether the customer is our target customer.

Leave for ten minutes: In order to avoid the failure of many home visits, we'd better leave the customer's home within ten minutes after the key conversation. Leave suspense for customers and make them interested in the activity.